Strategic Account Executive - St. Louis​/Kansas , MO

Company Overview

Quidel Ortho unites the strengths of Quidel Corporation and Ortho Clinical Diagnostics, creating a world‑leading in vitro diagnostics company with award‑winning expertise in immunoassay and molecular testing, clinical chemistry and transfusion medicine. We are more than 6,000 strong and do business in over 130 countries, providing answers with fast, accurate and consistent testing where and when they are needed most – home to hospital, lab to clinic.

Our culture puts our team members first and prioritizes actions that support happiness, inspiration and engagement. We strive to build meaningful connections with each other as we believe that employee happiness and business success are linked. Join us in our mission to transform the power of diagnostics into a healthier future for all.

The Strategic Account Executive (SAE) is the key customer‑facing contact responsible for developing, maintaining, and expanding current customer business along with new business opportunities among assigned Integrated Delivery Networks (IDNs) within the Midwest/Mountain Regions (MO, KS, CO, OK, TX). The role is field‑based and includes managing and leveraging targeted opportunities within a region to drive continuous growth and profitability for Quidel Ortho.

The SAE leads cross‑collaborative teams on account‑specific strategies and serves as the brand ambassador to all stakeholders.

• Achieves sales and profitability goals with each targeted customer.
• Establishes productive, professional relationships with key decision‑makers and influencers at multiple levels, including C‑suite, laboratory leadership, Accounts Payable leaders, and technical buyers.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis, influencing and addressing customer expectations.
• Coordinates the involvement of Account Managers, Specialty Sales, Marketing, Customer Support, Commercial Operations, Finance, and other company personnel to drive system solutions that meet account performance objectives.
• Leads internal strategic account planning through the development of market share objectives, financial targets, action plans, and critical milestones for quarterly, annual, and three‑year horizon targets.
• Communicates with Regional Sales Directors to provide positive and constructive feedback on Account Manager sales behaviors and activities.
• Conveys timely information to leadership and other departments on field sales activities, events, changes, and trends to maximize sales, revenue, and marketing opportunities.
• Leads account strategies without authority, leveraging opportunities through organized updates and check‑ins to grow and develop business across complex IDN systems.
• Represents and sells the entire Quidel Ortho portfolio to all stakeholders, acting as the brand ambassador to targeted clients within the region.
• Develops and maintains accurate sales forecasts, contact information, and records activity for targeted accounts in the CRM.
• Provides timely reports on field sales activity, market events, and changes that affect business to maximize sales and marketing opportunities.
• Manages expense budgets within guidelines to ensure a return on investment.
• Performs duties in compliance with established business policies and Quidel Ortho’s values.
• Performs other work‑related duties as assigned.

• Education:
  
  Bachelor’s degree in business or equivalent experience.
• Experience:
  
  Minimum of 5 years successful sales experience with a proven record of accomplishment in managing a geographic territory.
• Strategic thinking skills and ability to translate strategies into executable tactical action plans.
• Ability to lead without authority and create followership to drive strategy in regional Integrated Delivery Networks and/or complex accounts.
• Proven ability to develop consultative business relationships while interacting at all levels within complex, matrixed organizations.
• Utilization of superior product knowledge, job knowledge, and understanding of the industry to close business.
• Solid understanding of internal departments and procedures (Finance, Quality, Marketing) and leverage of…